How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 67

recognize the information that others are giving you in their actions, you
will get better and better at responding in kind.

3.6 Visual Representation System
The visual representation system involves the process used to translate
communication into pictures in the mind. You can determine whether a
person tends to prefer this form of communication by identifying certain
behavioural cues.
These people:
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Stand or sit with their heads and/or bodies erect, with their eyes up.
Are breathing from the top of their lungs and their upper shoulders
and breathe fairly rapidly.
Often sit forward in their chair and tend to be organized, neat, well
groomed and orderly appearance is important to them.
Memorize by seeing pictures, and are less distracted by noise.
Often have trouble remembering verbal instructions because their
minds tend to wander.
Are fast talkers.
Feel that ‘a picture is worth a thousand words'
Use picture descriptions during conversation.
Are interested in how things look.
Must see things to understand them.
Like visually based feedback.
Use gestures that may be high & quick.

3.7 Auditory Representational System
Those with a preference for an auditory representational system tend to
prefer to translate communication into sound. Indications that you have
someone who prefers this system are that they:
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Will move their eyes sideways.
Breathe from the middle of their chest.
Typically talk to themselves and some even move their lips when
they talk to themselves.
Are easily distracted by noise.
Can repeat things back to you easily.
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